True Stories from the Front Lines
Winning the Moments That Matter
Papa Nguer
New Book

The product was better.
You still lost.

11 real enterprise deal stories that teach what technical sellers actually need to win.

Buy on Amazon Get the Free Toolkit
25+
Years in Enterprise Sales
$93M+
Influenced Revenue
60%+
POC Win Rate
11
Deal Stories
The Book

Every solutions engineer has had this experience: the demo went well, the POC hit every metric, the champion was engaged. And then the deal died.

The product wasn't the problem. The translation was.

Winning the Moments That Matter is built around eleven fictional enterprise deal stories drawn from 25+ years of real technical selling experience. Each story captures a moment where the deal turned—for better or worse—and teaches what separates sellers who close from sellers who demo.

You will learn how to:

  • Pass the "SO WHAT?" test on every feature you present
  • Translate technical depth into language that moves CFOs
  • Find the hidden champion who is actually writing the recommendation
  • Handle the feature gap conversation without losing credibility
  • Keep a deal alive long after the signature
Who This Is For
Written for solutions engineers, presales consultants, sales engineers, and the AEs who work alongside them. If you have ever watched the better product lose, this book will show you what went wrong.
11 Stories
Every character is fictional.
Every lesson is real.
Chapter 1
The Deal That Died in Demo Hell
Show less, connect more. Apply the SO WHAT? test.
Chapter 2
When the Intern Closed the CTO
Curiosity beats credentials. Diagnosis before prescription.
Chapter 3
The Fine Line Between Vision and Deception
One overpromise costs ten future deals.
Chapter 4
The 15-Minute Call That Saved $5M
Ask what changed, not what's wrong.
Chapter 5
Dropping the Buzzwords
Same product, different words, different result.
Chapter 6
Selling Without Slides
Simplicity earns the room.
Chapter 7
The Influencer We Almost Overlooked
Find who's writing the recommendation.
Chapter 8
The Deal That Almost Got Lost in Translation
Engage finance before finance engages you.
Chapter 9
The Pitch That Missed the Mark
Start at the outcome, work backward.
Chapter 10
One Honest Answer Won a Competitive Deal
Eight words. Seven figures. Trust is the tiebreaker.
Chapter 11
The Deal That Was at Risk After Closing
The signature is the midpoint, not the finish line.
What's Inside
Table of Contents
141
Pages
29K
Words
Zero
Filler
About the Author
PN

Papa Nguer has spent 25+ years in enterprise technical sales, influencing $93M+ in revenue. He runs 55+ POCs per year with a 60%+ win rate and has hit quota in 9 of 11 years. He currently leads Technical Sales at Informatica Canada.

He speaks at DAFS, Snowflake Summit, Microsoft Ignite, and AWS re:Invent. Born in West Africa, he has lived across three continents, traveled to 29+ countries, and is fluent in English and French.

DAFS Speaker Snowflake Summit Microsoft Ignite AWS re:Invent
Free Resources
The Reader Resources Kit

Three free tools from the book, built for your next deal:

1. 7 Tactical Cheat Sheets

Quick reference cards for demos, feature gaps, whiteboard selling, CFO conversations, hidden champions, re-engagement, and trust-building.

2. The SO WHAT? Translation Worksheet

Map your top 5 features to the outcomes that actually matter to each audience.

3. CFO One-Pager Template

The four-row financial justification model that saved a nine-month deal overnight.

Free. No purchase required. Delivered instantly to your inbox.

Get the Book
Available in Kindle and paperback.
Kindle
$2.99
Launch week — $9.99 after
Paperback
$17.99
Buy on Amazon